In this episode, Alex Rawlings speaks with Adil Taha, a private equity operator specialising in the UK legal sector. They explore why private equity has struggled to scale law firms, the challenges of buy-and-build strategies, and why many legal businesses are weaker than they appear financially.

Adil shares lessons from rescuing and rebuilding Child & Child, explains why consumer legal services are attracting the most PE interest, and discusses how law firms differ from other professional services businesses. The conversation also covers the impact of AI, rising salary costs, partnership structures, and why the US legal market may offer bigger opportunities for investors.

Topics Covered

• PE investment trends in legal services
• The Child & Child turnaround
• Why law firms are difficult to scale
• Problems with traditional partnership models
• Why buy-and-build strategies are struggling
• Consumer legal services vs full-service firms
• The role of AI and rising costs in legal
• Why the US market is attracting PE attention

Timestamp Highlights

• 00:00 – Introduction to Adil Taha
• 02:29 – Child & Child acquisition and turnaround
• 09:11 – Where PE is investing in legal
• 14:55 – The hidden weaknesses in law firms
• 26:51 – Why professional services are hard to scale
• 35:23 – Investment strategies that may work in legal
• 45:05 – Why PE is looking toward the US market

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/
🌐 Visit Raw Selection www.raw-selection.com

In this episode, Alex Rawlings speaks with Shiv Narayanan, CEO of How to SaaS, about how private equity firms can use marketing and AI as value creation levers. They discuss why many B2B companies underinvest in marketing, how AI is changing buyer behavior, and why brand authority and content are becoming critical for growth.

Timestamps

• 00:03 – Introduction to Shiv Narayanan and How to SaaS
• 01:55 – Common marketing mistakes in PE-backed businesses
• 04:15 – Finding the right marketing strategy and spend
• 08:06 – How PE firms should assess CMOs
• 12:49 – AI as a value creation lever
• 14:40 – How AI search is changing buyer behavior
• 16:02 – Why brand authority matters more than ever
• 17:54 – AI agents and the future of marketing teams
• 20:20 – The importance of investing in content
• 22:44 – Why podcasts and video are growing in B2B marketing
• 24:22 – The risk of overusing AI-generated content
• 25:21 – Shiv’s books and final advice

Key Takeaways

• Many B2B companies rely too heavily on sales and underinvest in marketing.
• Strong CMOs focus on revenue, forecasting, and enterprise value creation.
• AI platforms like ChatGPT are reshaping how buyers research solutions.
• Businesses need strong brands and quality content to remain visible.
• Podcasts, YouTube, and thought leadership content are becoming essential.

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/
🌐 Visit Raw Selection www.raw-selection.com

In this episode of the Raw Selection Private Equity Podcast, Alex Rawlings speaks with Christina Haxton about the relationship between private equity firms and portfolio company leadership teams.

They discuss how trust, communication, alignment, and culture impact execution during periods of rapid growth — and why many businesses struggle not because of strategy, but because of leadership friction and organizational disconnect.

Timestamps

00:00 – Introduction to Christina Haxton
01:27 – Common execution and leadership friction points
03:14 – Managing PE expectations vs operational reality
05:10 – Early warning signs of leadership misalignment
07:32 – Why strategy must be co-created
09:27 – Building trust between CEOs and PE firms
11:44 – What makes a compelling company vision
17:34 – Scaling quickly without burning out teams
21:12 – Why speed without alignment creates fragility
23:02 – The importance of constructive conflict
24:53 – Leadership resources and practical tools
29:32 – How to connect with Christina

Key Takeaways
Execution issues often come from unclear accountability and avoided conversations.
PE firms and executive teams need alignment on goals, timelines, and expectations.
Strong culture and trust are essential for sustainable growth.
Vision must emotionally engage teams — not just focus on financial targets.
Speed without alignment creates stress, confusion, and burnout.
Resources Mentioned
Scaling Up by Verne Harnish
The Five Dysfunctions of a Team by Patrick Lencioni
BE 2.0 by Jim Collins

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Episode Summary
Paul Brennan, PE-backed CFO, shares lessons from exiting Lindsay Precast (sold to The Jordan Company), covering exit prep, value creation, and integration.

⏱️ Key Timestamps

00:00 – Intro & Background
CFO experience across PE, public, and family-owned businesses.

01:23 – Common PE Mistake
Lack of clarity on why data requests matter → impacts alignment.

03:13 – Exit Preparation
👉 Prepare every quarter

• Update data room
• Review QoE
• Avoid last-minute pressure

05:07 – Data Insight
Customer profitability analysis revealed hidden value drivers.

06:03 – Sale Process
👉 Management must own the narrative

• Review CIM as an outsider

07:46 – Final Exit Lesson
Working capital & closing estimates need tighter focus.

08:44 – Key Win
CRM rollout improved pipeline visibility and buyer confidence.

11:08 – Acquisition (Dutchland)
👉 Weekly integration + team collaboration drove success.

13:57 – Finance Transformation

• Built FP&A + BI tools
• Real-time data for better decisions

14:51 – Standardisation
Unified processes improved scalability and exit readiness.

🔑 Key Takeaways

• Align teams by linking actions to value creation
• Always be exit-ready
• Data visibility = competitive advantage
• Own your story in a sale
• Integration requires structure and consistency
• Strong FP&A drives performance

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Looking to grow your team? Check out our Hiring Guides

for proven strategies, templates, and best practices to make smarter hires.

In this episode, Alex Rawlings speaks with Robert Irving, CEO of Buffalo Growth Partners. Robert shares his journey from building and selling a fire & life safety business to scaling within private equity and launching his own independent sponsor firm.

⏱️ Timestamps & Key Topics

00:00 – Introduction
Robert’s journey across founding, exiting, and re-entering private equity.

00:30 – Building & Selling a Business

• Grew to ~80 technicians and exited at 29
• Joined a PE-backed roll-up, completing 100+ acquisitions

01:21 – Biggest PE Mistake: People

• Misalignment of talent and roles
• Importance of matching personal goals with business needs

02:42 – Off-Market Sale Process

• Relationship-driven deal (~18 months)
• Shared vision and timing were key

03:40 – Why Sell?

• Rapid growth (3M → 12M revenue)
• Opportunity to scale within a larger platform

06:57 – Winning Deals

• Human connection over price
• Understanding seller motivations (legacy, growth, people)

09:18 – Scaling a Roll-Up

• Leadership staying close to frontline teams
• Challenges of tech and data integration

10:47 – Key Lessons

• Retaining founders drives value
• Equity rollovers create alignment

12:14 – Frontline Reality

• Change fatigue is real
• Strong leadership needed during integration

14:13 – Founder Retention

• Tailor roles to individuals
• “Right person, right seat” approach

16:36 – Buffalo Growth Partners

• Focus: service businesses (“guys in trucks”)
• Operator-led investment model

18:30 – Off-Market Strategy

• Dedicated outreach + industry credibility
• Aim to be the “first call” when owners sell

21:21 – Recommendations

• Brad Jacobs (M&A & scaling)
• Alpine Investors (people-first PE)
• Bill Gurley – Running Down a Dream

🔑 Key Takeaways

• People alignment is the biggest driver of success
• Trust and credibility win off-market deals
• Retaining founders unlocks long-term value
• Execution and integration are critical
• Operator-led PE is gaining momentum

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Looking to grow your team? Check out our Hiring Guides

for proven strategies, templates, and best practices to make smarter hires.

Guest: Michael Arietta
Host: Alex Rawlings

🕒 Key Timestamps

00:00 – Intro
Overview of Garden City Equity’s long-term, people-first model.

00:40 – Biggest PE Mistake
Short-term thinking (IRR focus) limits investment in transformational initiatives like ERP, CRM, and AI.

01:37 – Long-Term Hold Strategy
30-year horizon allows compounding value without forced exits.

03:05 – Holding Company Model
All investors share ownership across all assets—better alignment and flexibility.

05:55 – Leveraging Investor Network
LPs provide deal flow, diligence, and operational expertise.

09:15 – Sourcing Investors
Built بالكامل through personal network—no institutional reliance.

10:42 – Strategic vs Institutional Capital
Strategic investors add value beyond capital.

13:17 – Low Debt Approach
Less leverage = lower risk, more flexibility, and founder alignment.

14:47 – Founder Advantage
Low-debt model appeals to founders seeking stability.

16:21 – Recommended Reads

• Unreasonable Hospitality
• Excellence Wins
• You Can't Hurt Me

🔑 Key Takeaways

• Long-term ownership drives better outcomes
• Strategic capital creates a “virtuous cycle”
• Low leverage reduces downside risk
• Investor alignment is a competitive advantage

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Looking to grow your team? Check out our Hiring Guides

for proven strategies, templates, and best practices to make smarter hires.

Alex Rawlings speaks with Nigel Green on why private equity firms struggle with organic growth and how better hiring, faster execution, and customer focus can unlock value.

⏱️ Timestamps & Key Takeaways

00:00 – Introduction
Nigel’s background and advisory focus

00:29 – Career Highlights

• Two successful exits before 30
• Now advising PE-backed companies on growth

01:34 – Biggest PE Mistake

• Weak commercial operators
• Overvaluing experience vs. current fit

03:05 – Growth Challenges

• Delayed action on underperformance
• Lack of urgency from investors

05:42 – Hiring Better Leaders

• Avoid “black book” hires
• Focus on Character, Chemistry, Competency
• Hire people with urgency and something to prove

08:35 – Go-To-Market Strategy

• Get close to customers early
• Avoid internal-only focus

10:29 – The Real Competitor

• Most deals are lost to “doing nothing”
• Solve customer inertia, not just competition

12:56 – Interviewing Sales Leaders

• Conversations aren’t enough
• Require candidates to demonstrate ability

14:38 – Attracting Top Talent

• Best candidates aren’t applying
• Sell the opportunity with honesty and realism
• De-risk the move

23:06 – Driving Growth

• Small tweaks > big overhauls
• Retention often a bigger issue than pipeline

26:41 – Proactive Sales

• Remove friction in buying
• Simplify and speed up decisions

30:06 – Great Operating Partners

• Must still be operators
• Help leaders make tough decisions

34:29 – Final Advice

• Consume less, execute more

🔑 Key Themes

• Hire for drive over experience
• Focus on execution and speed
• Growth comes from action, not analysis

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Looking to grow your team? Check out our Hiring Guides

for proven strategies, templates, and best practices to make smarter hires.

Alex Rawlings speaks with Jeff Helfgott, CEO of Boardroom Salon, about scaling PE-backed multi-unit businesses. They discuss talent strategy, retention, resilience, and how to turn operational fixes into sustainable growth.

⏱️ Key Timestamps

00:00 – Introduction & Jeff’s Background
From barbershop beginnings to PE-backed CEO.

01:04 – Common PE Mistakes
Overlooking talent strategy during diligence.

02:11 – Talent Assessment
Evaluating teams based on current business needs.

05:58 – Hiring Non-Negotiables
Integrity and focus on top 3 priorities.

08:18 – Resilience in Leadership
Navigating crises like COVID.

10:10 – Managing Growth & Change
Using EOS and quarterly planning.

14:11 – Driving EBITDA Growth
Fix retention before scaling revenue.

16:01 – Retention Flywheel
Employee retention → customer retention → growth.

18:24 – Membership Strategy
Aligning offerings with real customer behavior.

21:18 – Finding the Real Constraint
Using data segmentation to identify core issues.

24:31 – Data vs Insight
Combining analytics with customer feedback.

27:33 – KPI Pitfalls
Avoid over-optimising a single metric.

28:02 – PE Thesis vs Reality
Treat strategy as a hypothesis, not fact.

29:12 – Underrated Growth Lever
Talent retention and adaptability.

32:08 – Building Resilient Teams
Supporting middle management and preventing burnout.

35:25 – Resources & Closing

🚀 Key Takeaways

• Assess talent early in diligence
• Integrity and resilience are critical traits
• Retention is a primary driver of growth
• Data must be paired with real customer insight
• Pressure-test your investment thesis
• Middle management drives execution

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

Looking to grow your team? Check out our Hiring Guides

for proven strategies, templates, and best practices to make smarter hires.